{"id":41569,"date":"2025-09-09T17:11:49","date_gmt":"2025-09-09T17:11:49","guid":{"rendered":"https:\/\/greatdemo.com\/?p=41569"},"modified":"2025-09-09T17:11:49","modified_gmt":"2025-09-09T17:11:49","slug":"whose-value-numbers-are-most-believable","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/whose-value-numbers-are-most-believable\/","title":{"rendered":"Whose Value Numbers Are Most Believable?"},"content":{"rendered":"<p>Whose value numbers are most believable?<\/p>\n<ul>\n<li>The vendor\u2019s numbers? Hardly!<\/li>\n<li>Industry numbers? Believable, but generally not sufficiently specific.<\/li>\n<li>Other similar customers? Much better\u2026<\/li>\n<li>Your prospect\u2019s own numbers? Best, and completely believable!<\/li>\n<\/ul>\n<p>Here\u2019s an example of each:<\/p>\n<p>Vendor\u2019s numbers: \u201cWe calculate that you can save $100,000 annually by implementing our solution\u2026\u201d<\/p>\n<p>Believability and relevance rating? Poor!<\/p>\n<p>&nbsp;<\/p>\n<p>Industry numbers: \u201cGartner reports that customers average saving $100,000 annually with these solutions.\u201d<\/p>\n<p>Believability and relevance rating? Good believability but low relevance.<\/p>\n<p>&nbsp;<\/p>\n<p>Other similar customers: \u201cAnother customer we worked with, in a very similar situation to what you\u2019ve articulated, told us that they are saving nearly $100,000 annually using our solution.\u201d<\/p>\n<p>Believability and relevance rating? Good.<\/p>\n<p>&nbsp;<\/p>\n<p>Your prospect\u2019s own numbers: \u201cAnd, if I recall correctly, you said you expect to save about $100,000 annually by implementing a solution like ours.\u201d<\/p>\n<p>Believability and relevance rating? High!<\/p>\n<p>&nbsp;<\/p>\n<p>Moral? Uncover and use your <em>perspectivas<\/em> specific numbers when communicating value!<\/p>\n<p>&nbsp;<\/p>\n<p>And here\u2019s the guide to uncovering and calculating value: Doing Discovery<\/p>\n<p><a href=\"https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/\" target=\"_blank\" rel=\"noopener\">https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>","protected":false},"excerpt":{"rendered":"<p>Whose value numbers are most believable? The vendor\u2019s numbers? Hardly! Industry numbers? Believable, but generally not sufficiently specific. Other similar customers? Much better\u2026 Your<\/p>","protected":false},"author":2,"featured_media":41570,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[20],"tags":[7],"class_list":["post-41569","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-doing_discovery","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/41569","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=41569"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/41569\/revisions"}],"predecessor-version":[{"id":41571,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/41569\/revisions\/41571"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/41570"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=41569"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=41569"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=41569"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}